CONTENTS
Preface = xiii
1. Techno-Strategizing the Corporation = 1
The Basics of Techno-Strategy Development = 3
Components of Strategy = 4
Strategic Use of Information Technology = 5
The Role of the CIO in Managing Strategy-Time Warner's Model = 7
How CIOs Can Build Effective Technology Teams = 9
Technology's Productivity Paradox = 11
IBM's Approach to Determining Critical Success Factors = 13
A Case for Productivity = 14
The Challenge of Peopleware = 16
Metrics-The Yardstick for Measuring IT = 16
Achieving Efficiency from Methodology = 17
The Quality Issue = 19
The Hewlett-Packard Way = 19
2. Infotend #1 : Using technology to Prosper in a Down Market = 24
R&D as a Starting Point to New Markets-The American Express and Texas Instruments Model = 27
Eliminating Misconceptions about IT Development = 27
Planning R&D = 29
Bankers Trust Goes Global and Wins = 31
Innovations of an IT Champion = 32
A Bank-wide Technical Architecture as Key = 35
Lessons Learned = 37
Getting the Biggest Technology Return-Adivce from the Big Six = 38
An Effort at Simplification = 39
Technology as Enabler = 40
The Difficulty of Technology transfer = 41
The Promise of Re-engineering = 42
Biting the Bullet = 42
3. Infotrend #2 : Downsizing(or Running Lean, Mean, and Fast) = 44
A Case for Downsizing = 44
Merrill Lynch Trades Down = 45
The United Nations Gets Smaller = 46
Salomon Downsizes for the twenty-First Century = 47
Avoiding Downsizing's Biggest headaches = 49
Four Who Did It Right = 53
Amtrak = 53
Pillsbury Brands = 54
Social Security Administration = 55
Barnett Banks, Inc. = 55
4. infotrend #3 : From Flying Solo to Partnering = 57
Partnering Lessons from Japan = 57
A Collaborative Approach to Technology = 58
Crossing Wall Street as Partners = 60
The Competitive Issue = 60
Philadelphia National bank's ATM Advantage = 61
The Uniqueness of MAC = 62
The McKesson Lesson = 64
Tangible Benefits to McKesson = 66
How the Big Three in Travel Banded Together to Get Even Bigger = 68
When Parthering Means Survival = 69
An Example of Fragmentation = 70
Losting Control of the Market = 71
The Computer Industry Leads the Way in Strategic Partnering = 73
Negotiating the Sharing of Information = 74
5. Infotrend #4 : Integration-The Buzzword of the 1990s = 78
The Case for Integration = 79
Integration as the Cure = 80
The Role of Systems Integrators = 82
An Enterprise Approach to Integration = 82
Develop an Approved Working Team = 83
Model the Business Functions = 83
Tie In Informations to the Business Function = 84
Model the Information That the Business Function Produces = 85
Model the Points of Interaction = 85
Develop a Data Model = 85
Create a Data Dictionary(Repository) = 89
Make the Integration Decisions = 90
Plan and Prioritize = 92
Finalize the Plan = 92
Smart Companies Integrate to Compete = 93
Ingersoll Milling Machine Company = 93
Du Pont = 94
Saturn = 94
Mayday = 95
Integration or Re-engineering-Two Sides of the Same Coin = 96
Progressive Insurance Claims the Re-engineering Title = 96
Who Should Re-Engineer? = 97
6. Infotrend #5 : Outsourcing(The Inside Story) = 100
Eastman Kodak Puts IBM and DEC in the Picture = 101
Weighing the Risks of Outsourcing = 103
Outsourcing Catches On = 106
Continental Airlines = 107
Meritor Savings Bank = 108
Zale Corporation = 108
Sun Oil = 109
The Reasons for Outsourcing = 109
Insourcing and the Value of People = 111
7. Infotrend #6 : Info-Marketing Using Information Technology to Gather Intelligence = 117
Quaker Oats Marketing Sword Slays a Paper Dragon = 118
Mikey = 118
The Value of Executive Information Systems = 119
Sun Goes for the Golden EIS = 121
Du Pont Uses EIS to Go Global = 122
Frito-Lay's Hand-Held Decision-Support Miracle = 123
A Micromarketing Approach = 124
The Science of Gathering Business Intelligence = 125
A Checklist for an Information Audit = 127
The Metamorphosis of Lincoln National = 130
What's the Competition Up To? = 131
Combustion Engineering's Competitor Analysis = 132
Missing-Piece Analysis = 134
Monitoring the Competition's Moves Through Information Technology = 136
Uncovering the Gold in the Corporate Database = 140
An Automatic Discovery Program = 141
Computerized Brainstorming = 143
Understanding the Goal = 144
Defining the Strategy = 145
Naming the Product = 145
Identifying Key Attributes = 146
Computerized Brainstorming in Use = 146
Info-Marketing Redux = 147
8. Infotrend #7 : Turning Data into Knowledge = 149
The Strategic Use of Information = 149
Accessing the Net Worth of Organizational Information = 150
The Tools of Strategic Systems = 151
Are Information and Information Technology Interchangeable? = 153
The Age of the Intelligent Worker = 157
An Expert System Boom = 157
Knowledge Is What Drives an Expert System = 159
The Next Step-Neural Nets = 160
How Campbell Soup Adds a Pinch of Knowledge to the Broth = 161
Capturing an Expert's Knowledge = 162
Success Begets Success = 162
AI in the Age of CIM = 163
American Express Is a Smart Creditor = 164
Developing the Prototype = 165
Authorized Assistant Competitive Impact = 166
An Important Capital Investment = 167
Security Pacific Makes Smart Loans = 167
Before Neural Nets, There Were Expert Systems = 168
Some Caveats on Building an AI System = 169
9. Infotrend #8 : The Distinctive Edge = 171
Finding Out If an Organization Is Competitively Active = 171
The NASD Makes a Move on the Big Board = 173
The Technological Future of the Marketplace = 174
The Future of the NASD = 175
An Organizational Way of Looking at IT Staff = 176
Will America Harbor the Electronic Trading Exchange of the Future? = 178
Technology Flies High = 179
United Airlines Airport of the Future = 180
Airport 2000 = 181
The Competitive Edge in Customer Service = 183
How to Use Information Technology as a Customer Weapon = 185
10. Infotrend #9 : Ushering in the Age of Techno-Business or IT as a Profit-Center = 189
Without Technology, FEDEX Would Just Be Another Delivery Service = 191
FEDEX Technology Unveiled = 192
11. Conclusion : The Technological Advantage = 198
Market Trends and Strategic Technology = 199
Appendix A : Planning Tools = 203
Appendix B : The Big Ten in Systems Integration = 204
Appendix C : Info-Marketing Resources / Contacts = 205
Appendix D : AI Intelligence Resources = 209
Glossary = 211
Bibligraphy = 214
Index = 216
